HP posted a job you might be interested in September 29, 2014 at 06:55AM

HP



Business Development Manager

Sydney, Australia, AU - Information Technology and Services



Business Development Manager - Network Function Virtualisation.



Over the past 5 years the telecommunications infrastructure market has become anaddressable space for the HP Server Division. Our current momentum in thismarket means that we are in the midst of a wave of telecom application migration from custom, bespoke hardware towards HP industry standard products.This transition and the resulting impact on the entire telecom ecosystem is the essence of Network Function Virtualization.

Inaddition, HP has the capability to start and ride a new trend: the inclusion offormerly custom telecom semiconductor offerings into an industry standardframework via Moonshot. These two trends, combined, represent a new addressablemarket for the HP Server division of at least $5Bn/year across the world’slargest telecom operators. The size of the opportunity, the concentration ofthe customers, and the specific nature of the remaining telecom requirementsrequire Business Development Managers housed inside of the HP Server Division.



RESPONSIBILITIES



- PositionHP as a credible NFV platform and solutions provider from C-level and belowwith 2-3 major telecom accounts and work with the account teams to win thecarrier-grade server opportunities

- Rigorouslyqualify large opportunities for active pursuit based on the probability ofsuccess and the intelligent allocation of HP’s resources. Help shapeopportunities in Telco accounts into larger opportunities that to the carrierbecome a stepping stone towards NFV and build “NFV” installed base in thecarrier networks

- Develop client relationships and interest over the span of lengthy large dealcycles and continually builds & reinforces client’s perception of HP as acredible partner through active persuasion and education

- Consultatively & proactively position HP early in deals to influence clientstrategy and shape deal Request for Proposal (RFP) requirements towards HP’sstrengths.

- Crafts pursuit strategies that masterfully guide account team pursuit activitiesacross often lengthy sales cycles

- Act as trusted advisor for NFV and HP platform opportunitieswithin the HP Telco AGM community, eventually stretching this role to the Telcocustomers themselves

- Position all of HP’s relevant portfolio asthe OneHP NFV resource

- Work with and through HP’s NEP OEM’s forcarrier NFV deals

- Participate in development (with regionalISVs in particular) of the HP NFV ecosystem

- Creation of customer specific HP NFV value propositions for specificengagements, leveraging learning and providing feed-back to HP Servers organization

Qualifications
Education and Experience Required:

• 15+ years of experience in the telecommunications industry.


• Significant and proven C-Level communication capabilities required.


• Deep knowledge of all aspects of telecommunications, both from a network and IT perspective, and the role of Network Functions Virtualization (NFV)


• Excellent oral and written communication skills.


• Superior strategic development skills – the ability to predict and concisely articulate the up coming dynamics of the long-term telecom infrastructure market.


• Knowledge of the HP business structure – from the global business unit through to the sales, services, and supply chain organization.


• Excellent customer relationship skills; able to establish and maintain stability and credibility with customers through multiple product developments and organizational changes.


• Knowledge &awareness HP Server portfolio


• Strategic thinking/planning


• Partner management experience


• Business consulting

Applicants must be Australian Citizens or Permanent Resident at the time of application. We are unable to provide assistance with relocation or sponsorship.



No salary provided



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